Andy NearyI help insurance professionals turn brand awareness into business growth.

One of the best ways to find your best prospects is to tell them what your best prospect looks like.

6 Jul 2023 · 0 min

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Andy Neary explains a sales strategy: tell prospects what your ideal client looks like by describing their goals, the problems preventing those goals, and what failure looks like. He advocates using a client-story-based opening in initial meetings to quickly qualify prospects—detaching mismatches, saving time, and focusing on a few high-value wins each year.

I had to develop a presentation built around my psychographics of what I sold to see if the prospect was a good fit for me.
All I said to the prospect is our typical client has this goal but they have these problems that are keeping them from achieving the goal. Therefore today here's what failure looks like in their life. We have a solution, a process to fix it and here's a destination that you can have look at what one of our clients is doing Once I started incorporating that story, that message into my first meetings everything changed. Yeah I detracted a lot of people but they weren't gonna buy from me anyways I saved my time and I saved their time. I'd much rather talk to fewer people but make each one better I don't know about you I know it goes against the grain what this industry has been taught. Not every prospect is a good prospect but Remember just need 4, 5, 6 wins this year to have an amazing year.
I had to.